Maintain your old Siemens Hipath system

Business Growth for Financial Planners in Five Easy Steps

Attracting new business: sometimes it happens by luck, sometimes by referral. Trouble is, "sometimes" just isn't often enough.

So, if you want to add new clients more frequently than sometimes, you'll have to try something else. And with a few common-sense, do-able, and easy steps, any financial planner can build business ? without resorting to lavish, costly marketing efforts or tasteless promotional hype.

Here is a five-step process that is affordable, sensible, and do-able. Make it part of your routine over the next several months, and it will become a second-nature, autopilot system that builds business steadily.

This process builds on my core practice-development premise: the professional knowledge and information you possess is also your best marketing tool. You can use it to get prospects' attention, because you're talking about something they care about ? their finances ? rather than touting yourself.

1. Build a good database of prospects and referral sources. A prospect is anyone you've met (this is key; names on a purchased list don't count) who could become a client one day. Anyone who has ever sent you a piece of business, or even just recommended you, also belongs on your list A database is a computer-stored list with all contact information for each person: mail and email addresses, phone and fax numbers. Missing any of these elements will deprive you of a valuable tool to reach your database. Computerizing is essential: it allows you to readily sort your list by categories. Software programs like ACT are best for smaller and mid-sized businesses: they offer the right mix of power, ease, and flexibility.

2. Use your database: communicate regularly with your prospects and referral sources. The key to building business is to remain constantly front-of-mind with the people most likely to hire or refer you. If you've been paying attention, those are the same exact folks who now populate your database. How to stay on their minds, without those pestering phone calls or scheduling 27 lunches a month? By sending them something useful, regularly. Monthly or bi-monthly is best. (This, I promise, it is do-able because creating the piece is going to be simple. See step 4?) And let's avoid that "What's the best way to send something?" trap that stalls many would-be marketing efforts. The truth is: some people prefer email, some snail mail, and you'll never know just who likes what. So we'll cover all bases by rotating the delivery means: an e-mail this month, an article in an envelope next time, an occasional faxed piece.

3. Make them want your messages. The way not to do this is to send them ads, promotions, or self-congratulatory pieces. Instead, send them meaningful messages with valuable information. A heads-up on a new mutual fund offering, perhaps, or a general suggestion for a new retirement planning strategy. Something based on substance, and that spotlights your expertise on the subject. Whether or not they need this particular bit of information right now is irrelevant. Your message reminds them you're out there, thinking of them, and that's all we want to accomplish.

4. Keep it simple. Your messages should be brief ? two or three paragraphs is enough. More detail than that is counterproductive ? it wastes your time, and the reader doesn't need it. If it's still a struggle to write it yourself, verbally brief a staffer, or whoever helps you with marketing, or a freelance writer, on the information. Have them create a first draft. It may not be perfect ? but you can then edit and hone it ? probably in a few minutes. Make this process uncomplicated because that is the key to getting it done.

5. Become a resource ? go to the media. With the steps above, you've become a resource to your prospects. Next, widen your scope by going to the media for free publicity. Media exposure puts your name, face, and expertise in front of new prospects, and it heightens your credibility and market value among those who already know you. Don't be discouraged that you are too small for the media to care. And don't think that you need to spend big bucks, or hire a costly firm. All you need to do is become a resource for reporters, too. Offer to explain the new tax law, or to share your year-end strategies with them. Send an email or make a call, suggesting a specific topic that you've been talking about with your clients lately. Chances are, it's a potential news story. With a little planning and luck, one that quotes you prominently.

Ned Steele works with people in professional services who want to build their practice and accelerate their growth. The president of Ned Steele's MediaImpact, he is the author of 102 Publicity Tips To Grow a Business or Practice. To learn more visit http://www.MediaImpact.biz or call 212-243-8383.

In The News:

'The goddess of volcanoes is showing herself'
Wed, 23 May 2018 03:08:00 +0100
Some of the best pictures of the Mount Kīlauea eruptions and lava flows have come from the air, so we decided to take a helicopter to the southern coast of Hawaii's Big Island.

Revealed: How Michael Jackson did Smooth Criminal tilt
Wed, 23 May 2018 09:12:00 +0100
Michael Jackson's gravity-defying Smooth Criminal dance move was down to core strength and an illusion, scientists have found.

NASA sends coldest place in universe into space
Wed, 23 May 2018 13:15:00 +0100
The coldest place in the universe is on Earth, or was on Earth. NASA has just launched it into space.

Sky crew set off for North Korea nuclear facility
Tue, 22 May 2018 22:45:00 +0100
We are finally on our way to the nuclear weapons test site at Punggye-ri after being delayed for one night.

Woman accused of importing £22m of drugs
Wed, 23 May 2018 10:56:00 +0100
A woman has been charged with importing £22m worth of drugs into the UK from Mexico.



tikatoshop.it

Erfahrungen mit Pallhuber Wein
Agen Bola SBOBET Terpercaya

Travel in comfort and at your leisure with CT Airlink Limousine & Car Service for top quality private transportation and exceptional customer service. We operate Sedans, SUVs & Vans for CT Car Services to covering all Connecticut airports including Car Service from CT to Newark Airport , Mohegan Casino Uncasville CT, Foxwoods Casino Mashantucket CT, Manhattan Cruise Terminal NYC, Brooklyn Cruise Terminal NYC and Bayonne Cruise Terminal NJ. CT Airlink hire licensed and friendly chauffeurs who have in-depth knowledge of the Areas.

Achieve Media Attention for Your Business

Do you want to be quoted by the national press... Read More

What to Do When the Reporter Calls: Five Tips for New (and not-so-new) Business Owners

New business owners often miss out on publicity opportunities because... Read More

Got Publicity? How to Become a Household Name

Are you working as hard as you can in your... Read More

PR: Focus on What Matters!

Sure, as a manager, you have a talented member of... Read More

How to Stay Composed During Contentious TV Interviews

NOTE: Brad Phillips was a Producer for CNN's The Capital... Read More

Write Press Releases That Dazzle

When a reporter is wowed, intrigued, surprised or captivated by... Read More

PR: Am I Getting a Good Deal?

You are getting a good deal when you accept the... Read More

How to Make Publicity Work for Your Business: Six P.R. Strategies to Use Right Now

Public Relations (or P.R.) is a wonderful, yet often overlooked... Read More

Marketing-Minded Financial Planners Piggyback on Topic A to Get Free Publicity

That big story the media pursue each day is what... Read More

How Managers Hit PR Paydirt

As a business, non-profit or association manager, you'll know it's... Read More

Community Based Marketing Strategies

As small businesses we have an opportunity and an obligation... Read More

8 Ways to Use Local Publicity to Drive Your Business

While scoring anice story in BusinessWeek or USA Today is... Read More

Possibilities Of The Blogosphere For The PR Industry In Spanish-Speaking Countries

Only two media in Spanish speaking countries offer RSS: the... Read More

Publicrelationistas?

Is that what we are? Fanatic, over-the-top disciples of some... Read More

Media Exposure Validates And Legitimizes Your Business

Although repetition is extremely important, there are times when advertising... Read More

Media Training: Stop Talking, Already!

THE TWO MINUTES UNDERDOGEdward Everett was one of the most... Read More

Marketing-Minded Financial Planners, the Media Wants to Give You Free Publicity

In this great country of ours, there are basically three... Read More

Three Communication Secrets of The Great Communicator

I've worked in media and public relations for 20 years,... Read More

Public Relations: Power Tool for the 21st Century

I address this article to businesses, associations, non-profits and public... Read More

The Key to Great PR

The Key to Great PR is PerseveranceBy Paula Gardner of... Read More

PR Works! 15 Ways To Make Your Press Release Stand Out From the Crowd

Do editors of newspapers, magazines and online news sites really... Read More

Want To Join the Bandwagon? Be Sure It Has Wheels!

Here are two to-the-point questions recently posed by several association... Read More

Media Relations - Ten Essential Tips to Use The Media to Market Your Business

In the 'Age of Scepticism' gaining media coverage is one... Read More

How To Get Radio-Active PR For Your Non-Profit Cause: Part Two of Three

FIVE WAYS TO GET ON THE RADIOHere are five basic... Read More

Grandma Says...

Southern grandmothers have often said, "there are only three... Read More